Nationwide 9-11-17 by Top Agent Magazine

OF EXCEPTIONAL

NATIONWIDE & INTERNATIONAL EDITION EMPLOYEES

HOW TO THROW A CLIENT APPRECIATION EVENT No One Will Forget How to Send SMARTER EMAILS 6 Things All SUCCESSFUL NEGOTIATORS DO

COVER STORY

DAVID KAFKA

FEATURED AGENTS

TEAM HANSEN RAY LAKER CHRISTINE NGUYEN ADAM SHIVELY ROBERT WING JAMES COLBERT DAN COOPER COREY GUERRERO DAVID LLOYD GEORGE M. MEGALOUDIS, ESQ. DANIEL MERRELL SEAN O'CONNOR MATT O'NEILL CONSTANTIN POPA JOHN RADZIK JASON RAKERS

NATIONWIDE & INTERNATIONAL EDITION Freelance Appraisal Group is proud to congratulate

Team Hansen 15

ROBERT WING

TEAM HANSEN DAVID KAFKA on being featured for Canada

RAY LAKER

CHRISTINE NGUYEN

“Great communication is s a former high in Top Agent Magazine! CHRISTINE key,” he says. “I attribute usiness teacher/ NGUYEN 39 DAN COO 31 36 DAVID 34 much of that to my teachach have in com- KAFKA Freelance Appraisal Group Inc. 114 Lord Close | Red Deer, Alberta T4R 2R9 ing background. Having to Goldendale’s #1 Dan Cooper dove in 403-347-4488 Phone | 403-347-4480 Fax an early age. In un explain things and underagent in 2016? If 1-877-346-4488 Toll Free FreelanceAppraisals.com several friends wou stand that students had bert Wing, everytogether, fix them u different learning styles letics taught him After receiving a bus helped me realize that ith adversity and worked in the pharm ROBERT WING DAN ICOOPER my clients are the same. an when working ADAM SHIVELY JAMES COLBERT try for eight years. B bricks and mortar led quickly find the best way to oals. Business is estate. He’s now bee communicate with them.” fiber. And having ADAM years –he leads a thr Besides working hard to in an agricultural SHIVELY eight agents on the ground and four full-time CONTENTS achieve his clients’ goals, y picking cherhave one of the most productive teams of this Robert has an extensive network of contacts, from con-with a smile. ng sprinkler lines and cutting asparagus in the Dan says 4)the WHEN TIME FOR tractors 20) HOW TOtoRECOGNIZE 29) HOW to lenders home inspectors. He makes sureTO SEND he understands value ofIT'S hard work. A HOME OFFICE TRUE SMARTER This carefulEMAILS combination of agents and adm his clients’LUXURY needs are met by reliable people. team to offer unparalleled service, communic he end of his coaching career in 2006 after 20 PROPERTIES keting, while having enough people on the g him toDON'T photo- FORGET bert followed a passion and got his real estate Robert’s outdoor hobbies have allowed 37) 13) 4 QUALITIES small town feel with high quality service. Wit settings. the Dan Cooper Group maintains a avid Telford, a former student, gave him a graph wildlife and scenery in many differentgle OF EXCEPTIONAL 25) 6 THINGS YOURreviews, CLOTHES his ntinued teaching while building his real estate This experience has transferred to photographing while completing approximately 170 transact EMPLOYEES ALL SUCCESSFUL working through the recession in 2008. “Staylistings. He keeps his camera gear updated and shoots home price of $1.3 million. “It so an average 41)Dan HOW TO THROW A says, a NEGOTIATORS step-by-step pictorialDO progression, “as though you“but we just do them one at a time.” siness put me in a very good position when APPRECIATION each three individual client that allows Dan to main He uses t rebounded in our area,” he says. “The last were walking through the house,” he says.CLIENT lent service. EVENT NO ONE WILL s have been great.” Now a managing broker websites, a Facebook page and Zillow, Trulia and LandFORGET own page de Property, he serves Goldendale, Klickitat watch to market his listings, along with his Dan and in his team serve West Toronto, includin nd the Columbia Gorge with about an 80 perthe print edition of the Gorge Buyers’ Guide and stratelington and the surrounding neighbourhoods. gic advertising in the local newspaper. t and referral rate. his customers come from repeat and referral www.

have a lot of repeat business because our clie ence so good,” Dan explains. What’s the sec Robert finds so much ofisreal Phone 888-461-3930 | Fax 310-751-7068 success? “We sleep, eat, breathe and live r estate enjoyable, from the mag@topagentmagazine.com | www.topagentmagazine.com says. “We are always looking for new ways to legal aspects of a transaction oldpublisher. business.” andMagazine his team is have recentl No portion of this issue may be reproduced in any manner whatsoever without prior consent of the TopDan Agent people findTranslate thepublished rightto their website, the site can be p published by Feature Publications GA, Inc. Although precautions are takentotohelping ensure the accuracy of materials, TopsoAgent fit tobymarketing. would Magazine cannot be held responsible for opinions expressed or facts supplied its authors. ToHe subscribe or change address, send have loved to have had a better inquiry to mag@topagentmagazine.com. Published in the U.S.

grasp of the field earlier. “My wife and I bought an older fixer upper,” he says. “It’s a nice home now, but it was a poor investment. I wish I had a real estate mentor to learn

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COREY GUERRERO

DAVID LLOYD

GEORGE M. MEGALOUDIS, ESQ.

DANIEL MERRELL

SEAN O’CONNOR 51

55 52 CONSTANTIN POPA MATT O’NEILL all about the personal touch. After each one of my meetings

Top Agent Sean O’Connor was Constantin Popa has that certain international exposure, literally born into the world of I have withO’Neill someone, came I always follow up with a personal Matt from a family OneHeoflisthe keys success of intuition clients love. eagertotoMatt’s work with So real estate. A fifth-generation note. After the transactionkind is completed, I follow up and see of engineers and always assumed and maintain relationships.“Part tens. He learns. And then he makes are featured online in th agent, he grew up immersed in how things are going for them. I think just being personable, happen, with strong negotiation Times, Wall the world of home sales and remembering thingsbecome aboutittheir family, and just simply ask- “Core Values,” he would an engineer our the Street first Jour bein brings to the table a vast resering how things are going is very he valuable.” skills, diligence and integrity. I alsoregardless use several of websi as well. But while was getthing for client ou voir of knowledge that is almost full-page color ads inCt ting his college degree, he took core values is to “Hug your POPA JOHN RADZIK RAKERS the world of CONSTANTIN Maintaining contact with“My his past clients ismy of paramount MATTinO'NEILL SEAN O'CONNOR unparalleled client is principal,” JASON he magazine Homes & La Indianapolis real estate. importance to Sean, whoatharbors a deepMotors appreciation for thego above and beyond to surp an internship General we says. “I treat his or her goals as if nese newspapers. loyalty and trust they have placed in him. “I keep a database and quickly realized throughout were my and developengineering the says bestSean, approach to meet the entire transaction. A member of the highly respected O’Connor Team at Berk- theywith all of myown contact’s information,” “and also didn’t fit personality. “I’m not numbers After or dollars. We really needs. I work tirelessly to give them rewarding the transaction clo shire Hathaway Home Services, his co-workers include his their have birthday and his different events written inasosmooth, Iaknow when experience, whether it’s getting the best value for their budget with greeting cards at father Tim and three others, allreal working in concert to proto follow up with them. After I sell them a home, I’ll follow people person, and I could tell that aspect of my personcelebrate with them throughout ho th vide their many satisfied clients with the very best customer or acquiring up at the one-year anniversary with an updated market evaluthe highest return on their sale.” calls once in a while to ality wouldn’t be fulfilled in that career. Then I took a sales service available in the industry. Boasting over 40 years of ation just to let them know what their home is worth and how in the neighborhood. H at college. hadConstantin never considered sales as a profession, Matt combined experience handlingcourse transactions, working Iwith their investment doing.” contact also suit includes much didn’t is know realThis estate would himaso well.and He his team take a comp the team allows clients to draw but uponIthat wealth acquired it and moregot touch than other to ended upof loving my degree in many sales. It’sagents been a willing keting that has lead to impressiv earned a personal bachelor’s degree in engineering in are his home country, If Constantin had to ide knowledge. As noted on their website, “we will serve you commit to. “Sometimes I’ll take them out to lunch,” says perfect fit for me.” money on photography, includin but when he and his wife came to Canada, he wasn’t able to would be the thrill of ha to the best of our abilities. Let our skills and our technology Sean, “and it’s not always about real estate, it’s just about in his field. In 2000, real estate work him. Hejust ofte Ourwith pictures help you navigate the often-confusing world of real estate.” work seeing how they’re doing.”they both decided to givephotography.

45) IS BRANDING THE WAY TO TAKE YOUR BUSINESS TO THE NEXT LEVEL?

49) MARKETING LESSONS FROM STEVE JOBS

56) 5 FRESH NEW APPROACHES TO CONTENT MARKETING

53) COACHING 9-1-1

a try. It’s been 17 years now, and he’d give it else’s up. “Andget thatacan’t Matt got his start selling copy machines, which is sonever comand they lot be of don atte

With nearly 90% of his business predicated on repeat and What Sean enjoys most about his job is the opportunities he says. Of course, that petitive it washimself almost like getting awith masters degree in“Being sales. is staged, we have luxur referral business, Sean has clearly established as The for interaction a varietyIsland, of people. able to home work two focus on Victoria basically between Victoria great job for both. Word Although he was incredibly successful, he still wasn’t 100% written descriptions, professiona a force to be reckoned with. It’s the extra care he demonwith different people is very intriguing to me,” he says. and Nanaimo. Constantin has bought and sold numerous propstrates that positions him head and shoulders above his fulfilled. “I thought about what I could sell that would allow marketing efforts are erties himself, owned an oceanfront tourist retreat, developed Constantin truly and hisunsu wif competition. “I think my clients keep coming back,” says When he’s not working, Sean is a devoted family man who a residential waterfront subdivision and closely supervised since 1996 and have alw me to really help people. I wanted to take my skills and make effectiveness.” Sean, “because I go above and beyond for each of them. I enjoys coaching high school football, and is active in his renovations. His Iexperience serves clients well, including to the Shriners, the treat them like a friend or a family member.” For this home local community. a difference in Sean, people’s lives. That’s when realized real estate ingfor the me. robust network to of contacts and vendors many n concern is not based on financial calculations. don’t just would be the“Iideal path I moved Charleston, South he’s developed. Matt and his banks wholeand team areother activ treat them like a number or a potential commission check,” It’s As the future, Sean on continuing no for wonder repeats andplans referrals account toforgrow fullythehalf of responds when he’s nee Carolina and I got my his license in 2006. It was the best decision nity and build a home with Habi he says. O’Connor business. Team by bringing on another five agents over the soccer team, too. It’s ju next two years. “We want to have about ten people on the also support Pet Helpers, a I ever made.” They Sean invariably provides every one of his buyers or sellers and just grow the business from there. I’d also like to Food Bank, “Noteam, matter how difficult the challenge is, I neverLowcountry say no,” When he has and free num tim with the same five-star service. “For me,” says Sean, “it’s all own my own real estate practice someday. That’s kind of the Constantin says. “I use my knowledge and perseverance to music, both of which so Matt started his career at RE/MAX and formed his own corisn’t working, Matt is spending ti about customer service, which I believe is a dying art. It’s plan for now.”

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REALTOR Vendors overcome the obstacles. The important thing is that I serve my tor of old vinyl records. poration, Mattand O’Neill Real Estate, in 2009. Matt O’Neill clients’ best interests at all times.”Please contact Real Estate now employs 34 of the most professional and Matt would like to continue Real Estate Companies— Life has been good. to As sC mag@topagentmagazine.com hard working people in the industry. Matt and his team serve passionate about building his team When it comes to marketing his listings, Sotheby’s Internato stay healthy and con Get Nationwide & and specialize all of Charleston the luxury market, includthe success that he has tional Realtyin Canada, his brokerage, makes it easy. “The forward is theexperien only wa ormany call 888-461-3930 for company is different from others in that it people has strong ideal scenario, because ing beachfront and historic homes. “Once I decided to focus this business and watchin International exposure! ad Luxury rates Home and information. on the luxury market I became a Certified successful. This is a very reward

Marketing Specialist. We already had a level of marketing but finding peace amongst that c and customer service that was above and beyond, so it was an tional growth. I truly want other For more information about Sean O’Connor, easy transition to make.” and joy that I have.” please call 317-490-9051 or email Sean@Timoconnorteam.com

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When It’s Time for a Home Office by Nancy Michaels

So, you’re tired of clearing your papers off the dining room table every time someone wants to eat (how dare they!). And you’re still recovering from the business call you were forced to take that time your 5-yearold pressed the phone into your hand just as you stepped from the shower (it’s amazing how professional one can sound while wrapped in a towel and dripping wet).

fairly easily for this purpose. Use bookcases, filing cabinets, plants, screens, even lighting to define your work space. It’s essential that you remain committed to your space as office space. Without this psychological distinction between home and work, the two areas of your life may slide into one another, causing you to lose focus, and thus, productivity.

Sounds like it’s time for a home Choose furnishings that are ergooffice. nomically correct, and which fit in with the decor of the rest of your Ideally, you’ll have a spare room to home. Lighting should come from turn into office space—preferably three sources: natural, ambient and one with a locking door. An extra direct. Give yourself enough storage bedroom, the basement, or attic can space to keep your work area all serve this purpose. If you don’t uncluttered. You may want to store have room for a dedicated office, your supplies in another part of the take a look around your house to see house, keeping just a week’s worth where you can carve yourself some in your office. And schedule a space. A closet, bedroom corner, weekly or biweekly cleanup where hallway alcove or even the area you go through your papers and files under a stairway can all be converted and either throw away or stow away 4

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anything that is not essential to the daily operation of your business.

event of a power failure. An uninterruptable power source supply is also a must for the home office. This will keep your computer running during a power outage until youâ&#x20AC;&#x2122;re able to safely shut it down.

Almost every business requires a computer system. Donâ&#x20AC;&#x2122;t skimp. You want something with enough speed and memory capacity to last into the future. A good-quality inkjet, or Another essential component of the preferably, a laser printer is also home office is telecommunications, essential. Investigate the all-in-one meaning telephone, fax and Internet printer, fax, copier and scanners. access. An account through an These may save you money as well Internet service provider or online as precious office space. I also service shouldnâ&#x20AC;&#x2122;t cost more than $20 recommend a computer backup per month and it will give you the system, which will protect the ability to send and receive e-mail. contents of your hard drive in the Top Agent Magazine

It’s essential that you remain committed to your space as office space. You’ll probably want more than one answering” from your phone comphone line, three if you’re using one pany. It’s just a few dollars a month line for a fax and modem hookup. and sounds more professional than It’s wise to invest in a business line, an answering machine, and which which allows you to list your won’t break down while you’re on business name and number in the vacation. phone book and with directory assistance. To keep costs down, use A home office can either improve that line for incoming calls only. If productivity, or harm it. You may find you don’t want the expense of a yourself doing paperwork at 2 a.m. business line, but can do without a when you should be sleeping, or repeat of the shower scene, order flipping to General Hospital at 3 p.m. “distinct ring” service from your when you should be working. It’s phone company. This is a separate helpful to treat your home office as phone number which rings into your you would an outside office, complete home line, but sounds different from with “starting” and “quitting” times. your normal ring. This alerts you This will help you stay focused, and family members to incoming organized, and productive. And your business calls. If you’re dishing up family will appreciate having their dinner or washing the dog, you’ll dining room table back. know to let your answering machine, or better yet, your electronic voice Nancy Michaels, of Impression Impact, mail system, grab the call. If you’re works with companies that want to reach in the shower, hopefully your 5- the small business community and with small business owners who want to sell year-old will know to do the same. more products and services. Copyright©, You may also want to order “call Nancy Michaels. All rights reserved. 6

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DAVID KAFKA Top Agent Magazine

DAVID KAFKA On the southern tip of the Placencia Peninsula, where palm-lined beaches and Caribbean landscapes present perfection for year-round residents and vacationers, David Kafka sells more than property – he showcases lifestyle. “When I first came to Belize on vacation 12 years ago, I knew it was where we needed to live and work” says David, a retired South Carolina firefighter who owned a major landscaping company for 15 years before moving to Belize with his wife and daughter. “I’d always loved real estate and the more we visited Belize, the more I know what I’d be doing.” After a few years of research and working through the details of owning a 8 Copyright Top Agent Magazine

RE/MAX franchise in Belize, David opened 1st Choice Belize in 2013. “I started out as an assistant in 2010 worked my way up to agent and then bought the Placencia and Hopkins RE/MAX franchises in June 2013.” Having moved here with is family and establishing a business, David provides his clients much more than his deep knowledge and love of the land. “Before investing here, I researched, making sure it would be safe to own and sell property here,” he says. What he learned was even more exciting than he imagined. Investment and lifestyle options are second-to-none, and David’s reputation positions him as the Top Agent Magazine

David Kafka opened 1st Choice Belize in June 2013, where he sells more than property — he showcases lifestyle. go-to agent for people relocating or investing from other countries. “Belize is country with not a lot of rules and regulations,” he says. “It can be a buyer-beware market and I have a very honest and ethical reputation.” David draws 100% of his business from referrals or repeat clients. Top Agent Magazine

“We develop relationships,” he says. “So many clients are not just clients; they’re friends. We hang out when they’re visiting. I even bought a boat with a client.” David enjoys meeting new people, showing them around and educating them on the Belize market, whether they are interested in coastal; mountain; tropical junCopyright Top Agent Magazine 9

10Copyright Top Agent Magazine

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gle; riverfront; or agricultural properties. “I’m familiar with all that’s going on here and can take what they want and line it up with their budget so everybody walks away happy.” David’s service from the outset nurtures the relationships he values. “I educate them the entire way through the process; people say they remember how smooth and easy the transaction was with me.” Their trust in David speaks volumes. He has firsthand experience relocating to Belize and shares all that knowledge with every client, including details surrounding the financial and lifestyle benefits of a Belize relocation. “From shipping personal items, bringing your pets to the country; banking procedures; permits and regulations; work permits and retirement procedures, I can help make it easy.” Top Agent Magazine

For those selling property in Belize, David leverages his deep market knowledge and understanding of its buyers. “We market listings with the RE/MAX brand and all RE/MAX websites and we market them locally,” says David. “There is no organized MLS system here, so I market directly to other companies selling here, whether they have a major brand or not.” Overseas marketing is unquestionably David’s strongest vehicle for sales, as the majority of buyers come from the United States and North America. He takes advantage of target marketing through Google ads and Facebook ads to reach specific audiences. David is a strong, independent producer who also owns two RE/MAX franchises in Placencia and Hopkins, maintaining a visible presence across these communities and other parts of Copyright Top Agent Magazine11

Belize. He also hopes to buy more territories in the Belize market. Naturally, therefore, he prioritizes his involvement in local business and community. Personally, David is still dedicated to firefighting; he is a member of the Placencia Volunteer Fire Department and serves on the local Fire Board, which is building a new local fire station and trauma

center. He has also been involved with Placencia Humane Society for five years and enjoys time with the animals and helping support their health and sterilization needs. Beyond all that and his love of real estate, David enjoys family time, boating, fishing, snorkeling and diving. â&#x20AC;&#x153;Belize has so much going for it!â&#x20AC;? he says. Clearly, so does David.

To learn more about

DAVID KAFKA,

visit 1stchoicebelize.com, email David@1stchoicebelize.com or call 011-501-615-9622 or U.S. Toll-Free 1-843-647-1980 www.

12Copyright Top Agent Magazine

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4 Qualities of Exceptional Employees Hiring a new employee is one of the more stressful parts of being a business owner. After all, you’re taking someone on and trusting that they’ll not only be a valuable addition to the team, but won’t do anything to hurt your business’s hard earned reputation. Sometimes a person comes in and you click right away, and other times you might be blown away by an impressive resume. But there are things you should look for that might not be as obvious at first. Employees that have the following qualities are ones you should seek out, because they will definitely be well worth the time and energy you invest in them. Top Agent Magazine

1. They have the confidence to be innovative There’s a reason people are drawn to those who think outside the box. Not only do innovations often lead to an extremely profitable business, even when that thinking doesn’t pan out, creative thinking is something that will energize your business and will motivate more employees to start taking chances. Innovative thinkers also usually have great leadership skills. Ironically, you want an employee who isn’t afraid to speak up to authority and is someone who knows how to bend the rules without breaking them. They know that

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the success of the team and business is what’s most important, as long as it’s done ethically and with respect for everyone involved.

2. They are constantly reviewing their past performance A good employee looks forward, but they also look back. They are always evaluating what worked and what didn’t work in past performances and then adjusting their plans going forward accordingly. If they are coming off a big win, they know how to capitalize on that by using the momentum and cementing in everyone’s minds the value that they add to the team. If things didn’t go as planned, they assess what they can do better next time, and they don’t get bogged down in insecurity. They take responsibility and they have confidence that they won’t repeat past mistakes. They know that failure is a temporary state, and are able to learn lessons from their mistakes, that will make them a better employee going forward. While no one wants to fail, having the confidence to try something and fail will one day let you strike gold. Someone who lets failure shut them down, leads to a dead end and will soon make them a dead weight on your team.

3. They value teamwork Even though an exceptional employee might be a rising star, they realize that success is 14

not an individual endeavor, it relies strongly on who you’re working with. Exceptional employees make sure that everyone is contributing and valued for their input. They put the interests of the company above their own, and thrive in an environment where ideas and information are shared freely. Shared success is the ultimate goal for every project. Exceptional employees have the confidence to know that even when they’re not singled out for praise, they’re an irreplaceable component of a larger machine.

4. They are self-motivated learners A key thing to remember is that while experience is a valuable commodity, intelligence and intellectual curiosity is usually something that can’t be taught. Yes, you might request employees get additional training or attend seminars, but exceptional employees will be seeking out educational opportunities constantly. Even if they don’t have a lot of money for weekend retreats, they will be getting books from the library, downloading audiobooks, and most importantly, taking advantage of one their greatest resources, YOU. Exceptional employees know that the way to stay ahead is to always be at the forefront of new technology and systems. They don’t see educating themselves as a burden, they actually enjoy it. They realize that everything they take in, will one day make them not only an exceptional employee, but an exceptional boss as well.

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TEAM HANSEN Mark Hansen leads Team Hansen with his son Tayte, a business brokerage specifically dedicated to helping owners sell their businesses at the best possible prices. Mark began his real estate career forty-two years ago when he was only 18 years old. He’s now one of the longest standing realtors in Canada. Mark started his own brokerage when he was 21 and he quickly learned how to build a team environment. “When you help others to achieve what they wish to achieve, then you, of course, become successful,” he says. Mark brings that winning philosophy to Team Hansen, which serves a broad area of Western Canada: from Vancouver and Vancouver Island, British Columbia to the west, to Winnipeg, Manitoba to the east. What sets Team Hansen apart from other commercial real estate brokerages? “As we are exclusive business brokers, what we do is very detailed and very analytical,” Mark explains. “It requires a lot of accuracy. We are dealing with numbers and reports or agreements such as leases or franchise agreements–it is like putting a puzzle together. We work with lawyers, bankers, landlords and accountants. We also know how to work with franchises that may be involved like a popular sandwich franchise, which is one of the largest franchises in the world, or other large nationwide franchise organizations, some rated in the top 50 run companies in the nation. Collectively we’ve done more transactions with many of the franchises than any other broker.” Mark says his team knows how to work collectively with everyone involved in a transaction to ensure everything goes smoothly. This team attitude results in happy clients who receive the results they are hoping for; and as a result over 60% of his clients are repeat or referrals that also come from lawyers, bankers, accountants and other real estate brokers. What keeps his clients coming back, doing multiple transactions and referring their contacts within their sphere of influence in such high numbers? “It is the quality,” Mark says. “We get complimented all the time by our clients; and when people call us for the first time they often say, ‘Your name is well-known and your reputation speaks for itself!’ It’s really reputation that brings us the repeat and referral business.” Mark’s team is also dedicated to keeping in touch with past clients by sending a thank you note and a twiceyearly newsletter. “We do a combination of old school and new school,” he says, “using both emails and regular mail, which is more appreciated as it’s personal.” Top Agent Magazine

Mark and his team use a multi-level marketing strategy that includes their website, as well as four other independent websites. As soon as they receive an inquiry, they set up a conference call with the interested party. When a business comes up for sale, they send an email out to their database of awaiting buyers and other owners who might be potential buyers. “The marketing of buying and selling businesses is all interconnected,” says Mark, who has learned that the best results come from exposure using multiple marketing tools. What does Mark like best about his job? “I love the energy and the challenge,” he says, “and the satisfaction of assessing each transaction and finding solutions and compromises to bring it to the finish line.” Mark’s dedication to working 70 hours a week sets a standard with the team. He also has a commitment to himself to make it to the gym every day for two hours. In his rare free time, he loves golfing, water skiing, boating and spending time with his grandchildren. Occasionally he enjoys watching Netflix to unwind. For the future, Mark hopes to expand his team. “Because of our reputation, demand for our services is increasing,” Mark says, “so our next step will be to build a larger team and expand into more cities so we can take on more business.” Now that’s a worthy goal and one that business owners looking for a brokerage they can trust will surely appreciate!

To learn more about Team Hansen, email: team.hansen@advantagecommercial.ca call: (403) 342-2642, or visit their website: www.advantagebusinessbrokers.ca Copyright Top Agent Magazine 15

Freelance Appraisal Group is proud to congratulate

Team Hansen

on being featured for Canada in Top Agent Magazine! Freelance Appraisal Group Inc. 114 Lord Close | Red Deer, Alberta T4R 2R9 403-347-4488 Phone | 403-347-4480 Fax 1-877-346-4488 Toll Free FreelanceAppraisals.com www.

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Barry Wilson is proud to congratulate

Team Hansen

on being featured for Canada in Top Agent Magazine! Barry Wilson BWilson@warrensinclair.com 600, 4911 - 51 Street Red Deer, AB, Canada, T4N 6V4 (403) 343-3320 warrensinclair.com www.

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Grant Chen and Boston Pizza are proud to congratulate

Team Hansen

on being featured for Canada in Top Agent Magazine!

BOSTON PIZZA 1130 Table Mountain St, Pincher Creek, AB T0K 1W0, Canada 403-627-2787 | BostonPizza.com www.

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Pivotal LLP, CPA, are proud to congratulate

Team Hansen

on being featured for Canada in Top Agent Magazine!

403.347.2226 | 877.347.2226 office@pivotalcpa.ca | www.pivotalcpa.ca

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How to Recognize True Luxury Properties What to Consider Other Than Location When luxury home buyers are looking for a new abode, they are often advised to pay most of their attention to location, location, location. And it’s true that good locations often have better properties, but if you’re only looking at location then you might be forgetting what it is in a luxury property that makes it luxury. You could view a property in a great location, and because you completely ignored any of the other factors that make a property high end, you might find that once you move in, you aren’t as pleased with the actual house itself as you thought you would be. Here are the other things you should look out for when purchasing a luxury home: • Architectural Uniqueness: The simple fact is that good

architecture retains its value. Do your homework on architects and find the ones that have a good track record of designing beautiful, but practical homes. Don’t simply pay attention to how the building looks today. Consider how it will look in a few decades. Keep an eye out for the “bones” of the building, and decide whether they will stand the test of time or not. Things such as a solid foundation, high-grade materials, unusual details, and artistic components are good aspects to consider. Will the structure hold up well or will it degrade and crumble without constant upkeep? That funky molding may look artistic today, but in ten years will it be considered artistic or just plain weird?

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• Practical Layout: Make sure you have enough room to live

in comfort. As a buyer of luxury property, you probably have quite a busy social schedule. You want to make sure that the layout will lend itself to helping you maintain clear separation between your social areas and private ones. You don’t want guests having to go back into your bedroom to use the bathroom. Look out for places with stairwells, awkward columns, long hallways, and other wastes of space.

• Unobstructed Views and Light: You want to live in

a home that gives you lots of natural light, such as one that is open to the outdoors. That natural light will improve your mood, as well as the resale value. The openness of a space filled with natural light will make you feel more comfortable and happy in your new home. What about the view? Do you see a Do you park, a bridge, a river, or a skyline? Is the see a park, fantastic view out your window protected? a bridge, You’ll need to understand the surrounding air a river, or a rights and zoning allowances of neighboring buildings to understand the possible risks. skyline?

• Windows: Windows are the primary source of losing heat and

cooling. Make sure they are double-paned with good insulation that will protect your home against weather and noise. Unless the windows are already like this, it is unlikely that the condo or co-op board will allow you to install your own.

• Ceiling Height: Consider the cubic footage of the property.

You want to look for high ceilings that increase the openness of a room. Of course, you don’t want to go too high. Above 14 feet will get you diminished marginal returns.

• Storage: If you’re a woman, you will understand this one. We need

lots of closets and additional storage room to fit all of our clothes, shoes, jackets, hats, purses, etc. However, lucky for you, your potential home’s existing closet square footage will not limit you from putting in more storage space. Custom closet companies can create any kind of storage

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space you desire. You will have to, however, make sure that your new home does have an area that you can turn into this storage space. • In-Unit Laundry: In-unit laundry has become necessary for

any luxury home or apartment. Do you really want to have to trek down flights of stairs to use the basement laundry? If you still consider it wasted space, you can convert it into more closet space.

• The Gym: Having a fitness area nearby is an amenity that is especially

important, particularly in winter when you don’t feel like walking to the gym a few blocks down. One thing to consider is the Do you really want of the gym in relation to have to trek down size to the size of the building in flights of stairs? light of common area fees. • Move-In Ready: I’d advise against buying time-consuming and

frustrating fixer-uppers no matter how much you want to add custom kitchens, finishes, fixtures, and other characteristics. Choose a property that already has all of these amenities taken care of. These properties have already had the same designers you would hire fashion the house at a fraction of the cost you would pay to have them do it after you move in. In this light, it is worthwhile to pay a little extra for the move-in ready home.

• Reputation: Pay attention to the reputation of the building. A

property that has a good reputation tends to retain its value. You can easily find this out online on posts, and established locals are likely to have an opinion.

If you want to buy luxury property that is really worth it’s price, then I would suggest adding these points to your list of things your new home must have. If you want to get a high quality home that is a true luxury, you’ll want to watch out for these aspects as well as the location. Some properties might claim to be luxury based on their location, but when compared against this list, they don’t make the cut. So, don’t be fooled by imposters, and make sure you find a true high-end property. 22

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RAY LAKER

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RAY LAKER When Ray Laker set out for a change in his career path, he decided to make a foray into the world of real estate. At first, he began part-time—working at a few select brokerages and learning the ropes on different teams. When the right time finally presented itself, Ray set his eyes on the big picture and teamed up with the top local investor to launch the Corner Connect team at Realty Executives Tucson Elite. Just three years later, Ray is a distinguished leader and consummate professional, committed to the success of his team members and clients alike. With more than a decade’s keen experience in his arsenal, he is now at the helm of a masterful industry tenure, built on the foundations of forthrightness, communication, and results-driven execution. Primarily serving the southern Arizona region, Ray leads a team headquartered in Tucson. There, he oversees roughly twenty agents, collectively closing more than four-hundred transactions a year, of which 300 are fix-and-sell home geared toward investors, with another 150-200 stemming from retail transactions by buyers and sellers. Because Ray and his team field such a high, varied volume, everyone in-house has a clear-cut role that ensures the smooth and timely progression of all transactions. Over the years, the Corner Connect team has established an esteemed reputation around town, and a sizable 20% of their business is generated by repeat and referral clientele. Ray cites his commitment to communication as one of the key factors that differentiates his team from the standard fare. “One of our top values is communication,” Ray explains. “We want our clients to have a clear understanding of what is happening now and what’s going to happen next.” By ensuring that all parties involved are kept in the loop during all variations of a transaction, Ray and his team instill a sense of security and calm in those they serve. Before the house-hunting phase of a transaction even takes off, Ray takes the time to listen and understand his clients’ overall goals, in addition to the features in a home a client does or doesn’t want. This allows a natural connection to be made between agent and client, and ultimately helps streamline the process and create an open and ongoing dialogue. As for marketing his listings, Ray utilizes an extensive marketing system that lures potential buyers through branded and non-branded websites, ultimately yielding ideal buyers. When listing a home, Ray and his team take pride in the presentation of each property, ensuring that each house 24

is shot in its best light. “Our goal for sellers is to have them turn down ten offers rather than get just one,” he says. “We do whatever we can to generate the most offers.” As for staying in touch with past clients, Ray sends newsletters and post cards to check in as time goes on. He maintains visibility with the community through myriad efforts, one of which is a radio show hosted by the team where they give advice on the real estate and investment processes as local experts in the field. Reflecting on his favorite aspect of the day-to-day, Ray says: “Our team as a whole has a commitment to growth, personally and professionally. I take pride in developing our team members to be the most qualified salespeople.” Beyond his traditional working hours, Ray and the Corner Connect team give back through efforts supporting the Ronald McDonald House, and are a major sponsor for Birdies for Dreams, an organization that helps support the families of children with terminal diseases. Together, they enjoy doing volunteer work on the weekend, giving back to the community, and building team spirit. As for his own free hours, Ray enjoys spending time with his family and loved one and relished the occasional round of golf when his schedule permits. As for the future of his business, Ray hopes to expand Corner Connect into other regions. With tried-and-true systems in place, he feels expansion might provide an opportunity for growth for team members who want to develop their professional roles. With a twelve-year career as a wise counselor for his clients who never fails to deliver exceptional service, the road ahead is sure to be bright for Ray Laker and his team at Corner Connect.

To learn more about Ray Laker, visit CornerConnect.com, e-mail ray@cornerconnect.com, or call (520) 250-8514 www.

6 Things All Successful Negotiators Do If you think about it, you’ve been negotiating your whole life. As a kid you negotiated constantly with your family, your teachers, and your classmates. If you’re a parent, you’re negotiating probably more than you ever have in your life. But it’s one thing to negotiate staying up late on a school night, people oftentimes have trouble translating those real world negotiation skills into the business world. But the truth is there are a lot similarities. Expert negotiators all have skills and techniques they bring to the table. It’s quite possible you also have them, and don’t even realize Top Agent Magazine

it. Here’s a look at some traits that are common among expert negotiators.

1. They keep emotion out of the process It’s very easy to feel frustrated, angry and defensive during a negotiation process. But when emotions run high, it’s often difficult to respond with logic and reason. This can be especially difficult if the person you’re negotiating with tries to escalate the situation. As the saying goes, keep calm and carry on. You

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have an end goal in mind, and getting heated won’t help you meet it. If things don’t go your way, remember it’s not personal. Best to leave the table with no hard feelings. Hopefully even though you may not have gotten what you’ve wanted this time around, you’ve established a foundation for success at your next try.

2. They’re reasonable If you don’t ask for what you want you’ll never get it, but at the same time, you need to be reasonable about what you’re asking for. Yes, ask for a little more than you want, so you have some wiggle room to compromise. But if you ask for too much too soon, you might shut down the person you’re negotiating with from the start, or even worse offend them. No one wants to feel like they’re being taken advantage of. Ask for what you deserve and you’ll never go wrong. At the very least you might start the conversation on how that might be possible down the line, if it isn’t just yet.

3. They’re well-prepared Part of being reasonable is being well-prepared. One of the biggest mistakes novice negotiators make is showing up over-confident and under prepared. Have the research and facts to back up what you’re asking for. Show your negotiation partner evidence of why what you’re asking for is not only fair, but necessary. Facts are hard to shoot down. This will also give you the confidence to really push for what you want. It’s not just something you think, it’s something that’s undeniable true. If you go in unprepared you’re more likely to flounder, which will damage your credibility going into future negotiations. 26

4. They always strive for a win/win solution for everyone Yes, negotiations are about getting what you want, but as the old saying goes, you get more flies with honey than vinegar. Your negotiation partner might also have reasonable requests that you need to consider. Ultimately, successful negotiations are about compromise on both sides, and ending up with an outcome that benefits everyone.

5. They’re creative Problems and conflict are a natural part of any negotiation. One surefire way to impress, is to head off any impending roadblocks, by coming up with creative solutions. It’s easy to point out problems and be negative. Truly expert negotiators think outside the box, and dazzle with innovative concepts and ideas that leave everyone excited about the process.

6. They’re good listeners Listening in order to really understand where your negotiation partner is coming from is important for two reasons: you not only want to make them feel heard, but knowing what they want is invaluable information you can use to get what you want. At the start, you’re gathering information by asking questions and really hearing what they say, which includes picking up on body language and nonverbal cues as well. This is part of being well-prepared, using every possible thing you can to have an advantage. Being in control of the situation, and then leading everyone to a successful conclusion all around is what great negotiation is all about.

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CHRISTINE NGUYEN

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CHRISTINE NGUYEN Having honed her business sense as a girl, Christine Nguyen was well-primed for success in real estate when she finally pursued her passion for the industry. “Growing up, I would help my parents with their investments from time to time,” she explains. “At the time, they weren’t fluent in English, so I would help them with translations when they bought houses or businesses.” During that time, Christine saw that many real estate agents did not act as her parents’ advocates. “I loved real estate and knew I could do better,” she says. “But my husband and I started a family at a young age, so I put that dream on hold.” Back then, she worried an agent’s income might be too unpredictable. Then, 10 years ago she earned her license and began selling homes while still working her other job. Within six months, she had for replaced the income of her full-time job. Having worked with Hunter Rowe Real Estate in Raleigh, NC, since entering real estate, Christine represents a variety of buyers, sellers and investors as Broker and REALTOR®. Christine’s success comes full circle by combining hard work with a client-focused mindset. “I get really close with my clients before, during and after a transaction.” She cannot imagine not developing these deep relationships. Clients immediately notice how much hand-holding she eagerly provides. “If someone has a concern, I never brush them off; I walk people through the process.” And she ensures that her clients have access to her expertise. “That’s my job as an advisor, even after the closing,” she says. “I care so much about my clients that I think about them and worry about their needs when I should be sleeping!” That care finds its way back to Christine. More than 99% of her business is referred to her from previous or repeat clients. They seek out the unmatched level of attention and sheer patience Christine provides. “I show them exactly what each step will look like and work closely with them and their lenders to find solutions

so they can get a house. My heart feels good when I can help make a difference in someone’s life.” There’s nothing better, she says, then when someone gets a house they never thought they could own and tells Christine, “We would have never gotten here without you!” For sellers, Christine provides equal devotion. “We are very particular as an agency when we put houses on the market,” says Christine. “I won’t just get your house sold; I’m going to sell it for top dollar.” Additionally, she places importance on chemistry between herself and the seller. “If for whatever reason we are not compatible at that first meeting, I won’t pursue the job.” Her honesty and transparency save everyone time and effort. Once a listing process begins, Christine is all-in. “We discuss staging and the improvements that will give the best ROI and make the house feel warm and homey. Staging sells model homes, so that’s how I encourage my seller to think.” She ensures her listings look perfect in professional photographs. And before widespread marketing, she conducts targeted marketing to a network of agents. “We sell 10% of our listings before they hit the market.” Outside work, Christine recharges personally so she can devote herself fully to clients. “My husband and I love deep-sea fishing,” she says. Her husband also loves that deep-sea fishing requires Christine to be off-the-grid. She also enjoys tennis, Zumba and time with family. “Our family is very involved with the Buddhist temple, especially during the religious holidays,” she says. “We also do fundraising to give to orphanages and needy families back in Vietnam.” Her Vietnamese heritage has also inspired new community outreach and business decisions. Christine would like to do more translations to make the transition to North Carolina easier for Vietnamese immigrants. “I want to do that in business, too” she says. “There’s always room to grow,” she says. “The sky’s the limit when you put in the effort.”

To learn more about Christine Nguyen,

visit hunterrowe.com/christine, email christine@hunterrowe.com or call 919.931.1276 www.

How To Send

SMARTER EMAILS

Email is a great tool for agents to use when trying to stay in touch with their past clients, as well as for reaching out to prospective clients. However, used incorrectly it can make your attempts to reach out seem like spam. The secret to using email effectively is making sure that everything you send out does one thing: ensure that you remain relevant to your contacts. To do this you have to get personal. Personalization will go far to ensure that your contacts are actually clicking on your emails. This means that if you do reply on an automated drip email campaign to build business, you need to customize your content so that it delivers something meaningful to each individual recipient. Here are some steps that will help you do exactly that:

1. SEND A WELCOME EMAIL TO

NEW CLIENTS AND PROSPECTS Rather than simply add new contacts to your automated email drip campaign, make sure to send each new contact receives a warm welcome as well. Sending a welcome email along with adding new contacts to your drip campaign is proven to be 86 percent more effective at catching your contactâ&#x20AC;&#x2122;s attention. Let them know they are welcome and that you appreciate their interest. Top Agent Magazine

2. NURTURE YOUR RELATIONSHIP

THROUGH YOUR EMAIL To let your potential client know that you are thinking about them by sending them useful content that relates to the process of buying or selling a house. Some great topics include credit score information, ways to save money, regular market updates, what buying in your market is like, information about the neighborhood, tips on how they can prepare their home for sale, and other relevant information. A great way to

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add to these emails’ punch is to time them so that they coincide with what that individual is going through and dealing with at that time on their path through the buying or selling process.

3. CELEBRATE IMPORTANT DATES

Everyone loves to be noticed and appreciated. Schedule emails to go to each client that celebrate their purchase anniversary or birthday. Make sure you include a personal note and your own wishes that the year ahead goes well for them. If you’ve been a bit out of touch with your contacts, you might want to send them a friendly hello.

MOBILE-FRIENDLY EMAILS With our phones being akin to mini computers, most people read their emails on their phone these days. So, it is particularly important to make sure that your emails are rendering well on the smaller screens. If you want to make any kind of impact, you have to run a mobile-friendly email campaign in today’s world. You are going to lose a lot of your audience if they can’t read your email on their phones.

TRACK THE PERFORMANCE OF YOUR EMAILS AND ALTER ACCORDINGLY The best way to make sure your emails are being read and making the kind of impact you desire is to consistently monitor the analytics,

and see what your readers are actually clicking on and what elements are most popular with your contacts. Going forward you can alter different elements of your email campaign such as content, images, graphics, and even smaller elements like your subject line to draw in more clicks from your readers, and cater to what grabs their attention. You also want to follow a targeted email strategy. The best way to do this is segment your email list based on the data from your CRM and the demographics of your contacts. Different clients are going to be interested in different content. Long-time clients looking to buy a second home or possibly downsize are going to be interested in completely different content than your first-time buyers. A good way to filter your contacts is by looking at which ones are looking to buy or sell, how far along in the process they are, as well as other important information about them.

DON’T SPAM UNDER ANY CIRCUMSTANCES You probably already know that flooding your clients’ emails is big no-no. However, different people have different ideas about what is too much contact. One great way to approach this problem is to ask your clients whether they would prefer weekly, monthly, or occasional emails from you. This way you can cater to each client’s preference.

The emails you send your clients can often be a double-edged sword when it comes to how well they work to bring in business. Following these simple rules will help your emails be as successful as they can possibly be, and will make your contacts much happier with you. So, don’t just send out emails without doing your homework about how to do it right. Your email campaigns can be a powerful tool if you know how to create and utilize them in the right manner. 30

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ADAM SHIVELY

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ADAM SHIVELY After excelling in his previous career as a teacher and coach, Adam Shively came into real estate as a new home sales agent in 2002. Four years later he took the leap and began to work in the brokerage world and soon started his thriving company 4 State Real Estate, which is located in Charles Town, West Virginia, but within an hour of urban centers in Maryland, Pennsylvania and Virginia. Adam now runs a team of 15 licensed agents who all work together as a successful, close-knit team. “It’s a very family-oriented environment where we refer a lot internally. We have each others’ backs, we cover each other and we work together,” Adam says. Adam and his team cover Jefferson County–home of their main headquarters–as well as Berkeley, County, West Virginia, and markets from Frederick, Maryland to Washington County, Maryland and into Northern Virginia and South Central Pennsylvania. They are known for being honest and easygoing. They stand by their work, what they say and what they do. “That’s our guarantee,” Adam says. “If clients decide to get out of a listing agreement, then they have the ability to cancel it within 24 hours. That basically holds us to a higher standard.” That higher standard has resulted in success for Adam and his team. In 2016, Adam sold 82 properties and completed $18 million in transactions. As an office, 4 State Real Estate grew to be the second largest independent office in the three county West Virginia Eastern Panhandle area, handling over 175 transactions. This dedication to performing well has amazing results. Over 70% of Adam’s business comes from repeat or referral business. What keeps Adam’s clients coming back at such a high rate? “The work ethic. We perform at a high level and keep an honest approach.” Adam also uses the skills he learned as a teacher, ensuring his clients fully understand the process. “There is a lot of hand holding and we make sure we walk our clients through the process.” Adam never forgets that each client has different needs during a transaction that is likely one of the biggest of their lives.

Adam makes sure to stay in contact with past clients, whether by email, or dropping by a Christmas gift. “It’s a small community, so it’s easy to keep in touch. They trust me and we rock n roll. That’s about it.” To market listings, Adam uses a combination of a strong internet presence and strategically selected print media publications. “I believe there’s still a place for marketing in print publications,” Adam explains. “Ads in print media drive people to the internet presence.” What’s Adam’s favorite part of the job? “I like the interactions with people. I like walking people through the process and helping to find a workable solution for them. And as the real estate market changes, I like staying on top of the current trends.” Adam and his team remain active in the community, volunteering for the Parks & Recreation Department and for Breast Cancer Awareness fundraisers. Passionate about supporting teachers and the schools, Adam donates money to the local high schools and their athletic programs, and to school and classroom supplies for teachers, as well as training for first-responders through Hometown Heroes Promotion. 4 State Real Estate is also involved in the local arts community. They have a small art gallery located in their real estate office and stay involved with the local Charles Town Opera House. Additionally, Adam is a Board Member on Charles Town Now, the local main street organization; a member of the Local School Improvement Committee for Shepherdstown, WV; and a Business Partner of Jefferson County, WV. “As charitable opportunities come up, we find a way to get involved,” Adam says. In his free time, Adam coaches his own children and other kids in the area in youth sports programs. He and Lesa Shively–his wife of 14 years–and his two sons, Will and Wyatt, travel whenever they can and love the beach. For the future, Adam’s goal is for 4 State Real Estate to have a presence in all four states with brick and mortar offices. With his dedication to his clients and his community, he’s sure to make that dream a reality!

For more information about Adam Shively, contact him via email at 4staterealestate@gmail.com or by phone at 240-405-5575 (Cell) 32

mailto:mag@topagentmagazine.com http://www.topagentmagazine.com

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ROBERT WING What does a former high school business teacher/ athletic coach have in common with Goldendale’s #1 real estate agent in 2016? If you’re Robert Wing, everything! Athletics taught him to deal with adversity and have a plan when working toward goals. Business is part of his fiber. And having grown up in an agricultural community picking cherries, moving sprinkler lines and cutting asparagus in the summers, he understands the value of hard work. Nearing the end of his coaching career in 2006 after 20 years, Robert followed a passion and got his real estate license. David Telford, a former student, gave him a job. He continued teaching while building his real estate business, working through the recession in 2008. “Staying in business put me in a very good position when the market rebounded in our area,” he says. “The last three years have been great.” Now a managing broker for Dryside Property, he serves Goldendale, Klickitat County and the Columbia Gorge with about an 80 percent repeat and referral rate.

“Great communication is key,” he says. “I attribute much of that to my teaching background. Having to explain things and understand that students had different learning styles helped me realize that my clients are the same. I quickly find the best way to communicate with them.” Besides working hard to achieve his clients’ goals, Robert has an extensive network of contacts, from contractors to lenders to home inspectors. He makes sure his clients’ needs are met by reliable people. Robert’s outdoor hobbies have allowed him to photograph wildlife and scenery in many different settings. This experience has transferred to photographing his listings. He keeps his camera gear updated and shoots a step-by-step pictorial progression, “as though you were walking through the house,” he says. He uses three websites, a Facebook page and Zillow, Trulia and Landwatch to market his listings, along with his own page in the print edition of the Gorge Buyers’ Guide and strategic advertising in the local newspaper. Robert finds so much of real estate enjoyable, from the legal aspects of a transaction to helping people find the right fit to marketing. He would have loved to have had a better grasp of the field earlier. “My wife and I bought an older fixer upper,” he says. “It’s a nice home now, but it was a poor investment. I wish I had a real estate mentor to learn from.” To play it forward, as it were, his last few years of teaching he taught financial

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management with a real estate segment, to give high school students a foundation he never had. In his free time, he’s a board member of the local chamber of commerce and plans to play a part in the revitalization of a community that has been economically depressed. For fun, he likes to flyfish, hunt, train Small Munsterlander dogs and play tennis. “Every couple of months, my wife and I travel to a tennis tournament somewhere new! I’d never have been able to do this if I hadn’t made the decision to get my real estate license,” he says.

Reflecting on real estate makes him appreciate the mentors he’s had in life, from Charles Guatney, a professor who taught him how to run a business, to Dennis Birney, a fellow teacher who set the example of how to be a great teacher and coach, to David Telford and his current broker, Jennifer Mitchell, who taught him the basics of the profession. “Having great mentors is so important for success,” he says. “The flip side is, there’s a responsibility on my part now to be a mentor to others.” That’s a mission Robert certainly will continue to fulfill.

For more information about Robert Wing of Dryside Property, Goldendale, WA, visit goldendalerealty.com, call 509.250.0357 or email rob@drysideproperty.com www.

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JAMES COLBERT James Colbert literally has real estate in his blood–he grew up in a real estate family. “My father and mother started a business back in the 1980s, building and developing,” James says. He worked with his father for several years, before launching his own building company. That led him first to property management and then in 2003 he started his career in real estate sales, which has been his primary focus ever since. James now owns and directs Colbert & Co. Estate Agents, a young, energetic team of four realtors serving primarily the East Cork area. “I’m the eldest on the team and I’m 36,” he says. “We really respect our industry and we want to make it better. To that end, we do things differently. We are always thinking outside the box while also being very professional.” Most of Colbert & Company’s business comes from referrals. “We give our clients the best possible business and as a result we get very, very good referrals,” James explains with a smile. What keeps his clients coming back at such a high rate? “We base everything on respect, honesty and integrity,” he says. “We make sure the customer comes first at all times.” Their excellent service includes individual attention. James and his team spend at least a half hour every time they give a viewing of a home and they don’t believe in group viewings. To market listings, James uses a combination of social media and local newspapers as well as a variety of real estate listing websites. His team meets once a week to discuss innovative ideas and continually adapts their marketing strategies to suit new technologies. They create 3D tours using virtual goggles

and James is creating an app that links to the Colbert & Co. website. These cutting edge approaches to advertising have led to multiple awards for the team over the past three years. After a sale or purchase, James gives a bottle of champagne to his clients to commemorate the event. To stay in touch with past clients, James sends cards on the anniversary of the purchase of a new home. “We are interested in providing an after-service to clients,” James explains. What does he love most about his work? “I love meeting with different people every day,” James says. He’s an outgoing, friendly person and he enjoys talking with clients, vendors and purchasers. “It’s probably one of the most social jobs you could have. I can’t imagine doing anything else.” It’s this passion for his work and for serving clients using the latest technologies that makes James so exceptional at what he does. James is also the Irish agent with MP Dunnes in Marbella, Spain, where they focus on €1 million plus properties in breathtaking settings. Recently Colbert and Co. did a shoot with the HGTV show “House Hunters International” which will air soon in the United States. To give back to the community, James and his team participate in beach clean ups, host events for the elderly staying in Midleton Hospital, and donate to four charities a year. James loves to spend time with his wife and children. A dedicated triathlete, he’s often running, swimming or biking; and he uses his races as a way to raise money for worthy causes–he and his cousin recently raised €250,000 for cancer research. For the future, he hopes for Colbert & Co. to become a franchise and he’s working to open a second office closer to Cork City. With his track record of leadership and service, he’s sure to succeed!

To find out more about James Colbert, email james@colbertandco.ie or call +353 21 4639557, or check out his website: colbertandco.ie www.

Don’t Forget Your Clothes We’re sure your goals are lofty, and to hit them, your marketing needs to be on point. But is your brand and position defined? If not, it’s like leaving the house each day without clothing. And while some would argue that this would certainly gain attention, we don’t believe it’s the kind of attention you had in mind when you set out to become #1 in your market. A common misconception is that if you are recognized, you are well branded. Almost a year ago we had a conversation with a Realtor about personal branding. She said, “I feel like I’m already well branded in my market. When I walk into a restaurant, they know that I’m Susan, the Realtor.” We replied, “That’s a great start, Susan. But what happens when other Realtors are in the restaurant, too? What sets you apart from them?” At that point, the light bulb came Top Agent Magazine

on and she realized that she wasn’t truly positioned or branded. She was seen as just another Realtor. We explained to her, “Great branding isn’t about being known for your profession. It’s about being known for being DIFFERENT in your profession.” Another misconception is that you should begin marketing before your brand is defined. For instance, we’ve spoken with numerous Realtors who say they plan to finish their website, conduct a photo shoot, create their collateral materials or even launch a social media marketing campaign, then they will think about branding and positioning. But how do you know what types of photos to take? What will you put on your website to differentiate yourself from others? What will your business cards, brochures and even your social media

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platforms say that will encourage prospects to connect with you first? And finally, why on earth would you waste all the time and money on these very important marketing elements before you establish your brand? In order to develop an iron clad position and brand, here are some questions you should be asking yourself BEFORE you begin ANY kind of marketing.

What is my ultimate goal? Take a strong look at what you want in terms of both professional and personal achievement. What makes you most fulfilled? Where would you like to be financially? Define your path of intended growth.

Who is my ideal customer? Trust us when we say that you don’t want just any customer. You want a customer who appreciates your expertise and dedication, will take repeat advantage of your services and will recommend you enthusiastically to others. Define this person in detail so you have a clear understanding of who you’ll be marketing to and what your message should be.

What is my point of differentiation? This is the most critical question of all. It’s not about what makes you ‘better’. It’s what makes you different. Better is subjective. Different is inarguable.

What am I willing to be known for that is authentic to me and significant to my ideal customer? Find a position that you’re willing to put forth every day. We call this ‘breathing your brand’. It must also be a position that is meaningful to your ideal customer. We’re trying to create an image that makes your ideal customer immediately connect with you and feel as though they simply shouldn’t be working with anyone else. A well-defined brand will help you stand out among your competitors. It will serve as a magnet for your ideal customer. And if promoted consistently and passionately—and lived authentically—it will make you instantly recognizable among your community in an unforgettable way. And finally, a solid brand can give you the confidence you’ve likely never experienced at the same level. There’s such power in walking out the door every morning knowing who you are, what makes you unique, who you will be helping today and exactly how you’ll be helping them. And when all of your marketing materials are consistently branded with the same image and messaging, there is undeniable pride as well. So before you dive into more marketing, don’t go out the door without your branding clothes. You wouldn’t want to portray the wrong perception, now, would you?

Tonya Eberhart is the Branding Agent to Business Stars and founder of BrandFace®, LLC Michael Carr is America’s Top Selling Real Estate Auctioneer & BrandFace® partner. Together, they focus on personal branding and marketing designed to help real estate professionals become the face of their business & a star in their market. BrandFace® for Real Estate Professionals is a book, professional speaking series and an exclusive workshop for agents, and is currently active in 18 U.S. states, Canada and New Zealand. For more information, visit www.BrandFaceRealEstate.com. 38

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DAN COOPER Dan Cooper dove into real estate at an early age. In university, he and several friends would buy houses together, fix them up and sell them. After receiving a business degree, he worked in the pharmaceutical industry for eight years. But his affinity for bricks and mortar led him back to real estate. He’s now been a realtor for 27 years –he leads a thriving team, with eight agents on the ground and four full-time admin staff. “I have one of the most productive teams of this size in Canada,” Dan says with a smile. This careful combination of agents and admin allows Dan’s team to offer unparalleled service, communication, and marketing, while having enough people on the ground to give a small town feel with high quality service. With over 100 Google reviews, the Dan Cooper Group maintains a five-star rating, while completing approximately 170 transactions a year with an average home price of $1.3 million. “It sounds like a lot,” Dan says, “but we just do them one at a time.” It’s this focus on each individual client that allows Dan to maintain such excellent service. Dan and his team serve West Toronto, including Oakville, Burlington and the surrounding neighbourhoods. Fifty percent of his customers come from repeat and referral customers. “We have a lot of repeat business because our clients’ first experience is so good,” Dan explains. What’s the secret to his team’s success? “We sleep, eat, breathe and live real estate,” Dan says. “We are always looking for new ways to put a spin on an old business.” Dan and his team have recently added Google Translate to their website, so the site can be perused in many

languages. He’s also implemented Live Chat and has agents on call 24/7 to respond to potential clients browsing the website. To stay in touch with past clients, Dan reaches out with monthly newsletters. His team also distributes flyers full of statistics to target neighbourhoods every month. The result? Potential clients who are aware of Dan and his team can reach out to them when the time is right to sell their property. When it comes to marketing listings, Dan gives full service support, providing everything from carpet cleaning to furnace service to home staging. What keeps Dan’s clients coming back? “My team and I are both trustworthy and passionate about our business,” Dan says. “Our clients get the real deal. We don’t candy coat anything. Instead we call it like it is and I think there is comfort in that. When we give prices to people, they are prices we can stand by.” A devoted philanthropist, Dan raises money for local hospitals, Easter Seals, Big Brothers/Big Sisters, National Guide Dogs of Canada and Halton Women’s Place. For the past 20 years he has donated to the Oakville Centre for the Performing Arts. In his rare free time, he loves to vacation with his family at their summer cottage in the Muskokas where he enjoys golfing, dirt biking and boating. Recently he helped create the Real Estate Mastermind, an elite group of top-producing realtors representing different geographic regions and companies throughout the GTA, who meet monthly for an open idea exchange that’s been beneficial for everyone. For the future, Dan hopes to continue both innovating his industry and bringing on new agents who are a strong fit for his group. “I’m always looking to grow the team in the right way. It’s all about having a small team of agents who are passionate about the business,” says a man whose passion for real estate has taken him far.

To find out more about Dan Cooper, Broker, contact him via email at dan@dancooper.com or phone at 905-849-3303. You can also check out his website at dancooper.com www.

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COREY GUERRERO Corey Guerrero started her real estate career in 2003 as a new homes sales agent, which blended her interest in architecture with her experience in sales. After five years, she obtained her real estate license and she’s had a thriving business as a solo agent ever since. Her strong communication skills and expertise result in 100% of her clients coming from referrals. As a result, she serves the entire Houston area. What sets Corey apart from other realtors in her area? “The fact that I do work by referral only. I’ve built an incredible network of clients and vendors and associates to help people throughout the process. I’ve built up a large trust system with my clients,” Corey explains. Her customer service keeps her clients referring Corey to their family members and friends. After a transaction is complete Corey keeps in close touch with past clients through phone calls, emails and client parties. “I keep people remembering who I am and that I am here to help with whatever they need. If they have questions about anything–from needing carpet cleaners to refinancing their mortgage–they know I have referred partners they can trust,” Corey says. To market her listings, Corey uses her extensive database of loyal customers. “Because I have so many repeat and past clients, I’m able to get the word out about current listings,” Corey says. She’ll contact past clients in the listing area and as a result, her listings often sell before they hit the market. “I have access to a huge database of people and they spread the word for me,” Corey adds. She also uses her vast network to help find the perfect home for a potential buyer. “On the buying side I’ll say, ‘Hey guys, I have a buyer who

needs this particular type of home. Do you know anyone who is thinking about listing?’” As part of Corey’s service to her clients, she also has a professional designer stage all her listings. This personal touch and eye for detail result in quick sales at the best possible prices. What does Corey love most about her work? “Every day is different,” she says. “There is no repetition. And most of all, I’m helping people with the biggest investment of their lives. It’s rewarding.” It also gives her the flexibility to spend time with her children and volunteer in her community. Her clients always appreciate that she makes the process as easy and enjoyable as possible. “It can be a stressful process,” Corey says. “I take care to keep in touch with my clients from beginning to end, and I keep in touch afterwards as well. I’m not going away when the sale is over.” Corey stays active in her community, currently volunteering as a neighborhood Girl Scout Leader for the fifth year in a row. “I have 12 Girl Scouts who are in the 4th grade. It’s great to watch them grow,” Corey says. She’s also very active in her church and travels twice a year to Haiti on medical mission trips. In her rare free time, she takes tai chi classes. “It helps with the work/life balance and it’s relaxing. It keeps me active,” she says with a smile. For the future, Corey hopes to keep her business growing slowly but steadily until her children are out of school and then perhaps grow it at a faster rate. “My kids are only 9 and 11 and my stepson is 17, so that’s a ways away,” she says. With her strong community involvement and steady stream of happy clients referring Corey to their sphere of influence, she’s sure to succeed!

To find out more about Corey Guerrero, contact her via email at coreyguerrero@gmail.com or call 713-875-0493 40

How to Throw a Client Appreciation Event No One Will Forget Clients are the foundation of any flourishing enterprise, and this is particularly true in real estateâ&#x20AC;&#x201D;an industry where relationships are central. Demonstrating your gratitude to former and current clientele is a winning way to cultivate your network, while upping your potential referrals and creating face-to-face time with the individuals that make your business tick. Keep in mind a few of the tips below as you stage a client event that will positively impact your brand, while conveying your appreciation to those who have driven your business all year. Top Agent Magazine

Supersize Your Guest List Inviting former clients to your client appreciation bash is only the first step in crafting your guest list. To really expand your sphere of influence, invite neighbors, local business owners and staff, old friends, family, associates, fellow alumni from your alma mater, and the like. Think of your client appreciation event as a celebration of business bringing people together. Expand your guest list and youâ&#x20AC;&#x2122;ll create a coveted, in-person opportunity to forge relationships and broaden your reach.

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An appreciation event may be geared toward your clients, but if done correctly it can also provide a fun-filled venue for your employees to enjoy a morale boost.

Consider A Sponsor Client appreciation events shouldn’t skimp on the details, but you don’t want to break the bank, either. To defray the cost of a client appreciation event, consider enlisting local businesses as co-sponsors. Not only does this approach ease the price tag of throwing a party, but it also creates an easy partnership between you and other entrepreneurs—widening your database and making for a memorable and generous event.

ship, or the Super Bowl is coming up quick, tailoring client appreciation events to already-established happenings can create an organic tie-in and boost your attendance numbers in the process. Throw a gingerbread house decorating party during the holiday season, or throw a barbeque during the Fourth of July. Capitalizing on a naturally occurring theme creates the opportunity for comradery between you and your guests. Apply A Personal Touch

Don’t Forget To Reward Your Employees An appreciation event may be geared toward your clients, but if done correctly it can also provide a fun-filled venue for your employees to enjoy a morale boost, as well. By encouraging your employees to cut loose at this celebratory event—instead of having them run interference all night—your team will feel appreciated and validated, too. Theme Your Event Whether the area’s high school sports team has made it to the state champion42

Invitations may seem like a small detail, but they shouldn’t be one-size-fits-all. Consider handwriting some of your invitations for the clients you remember well, or for business associates who you regularly partner with. Personalizing invitations to key players is the surest way to a confirmed RSVP. Cultivating your network of professional connections is an essential part of driving business, and client appreciation events not only create memories between you and your clientele, but also inspire your to step back, reflect, and give thanks to those who keep your business booming.

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DAVID LLOYD Top Producer David Lloyd of Weichert, Realtors in Arlington, Virginia is that rare breed of Realtor who fully understands the importance of giving all of his clients the very best in client service. With over twenty years in the industry and over 1,000 successfully settled transactions, David has made a name for himself as an agent who can be counted on for honest, efficient and authentic assistance when buying or selling a home. David, who immediately went on to complete the Realtor course training upon graduation from Virginia Tech, was spurred on by a long-time fascination with the industry. “My grandfather was actually a Realtor and a builder here in Northern Virginia, so as a small child I was always fascinated with construction sites, model home staging and everything that went into a house. I’ve just always known it was something I was interested in pursuing.” Though he completed the required real estate classes, he initially began working for builders instead of pursuing his real estate license, believing that it would be difficult to convince clients to work with him at that young age. Eventually, however, he took the plunge and began selling homes in 1996. The commitment to client service that he and his team demonstrate has become their calling card, resulting in an impressive rate of returning clients and repeat business. Roughly 50% of his annual business comes from referrals from past clients. This client loyalty is evidenced by the five-star rating David currently holds on Zillow. Among his glowing testimonials is this one: “Hands down one of the best Realtors in the D.C. area, and arguably #1 in Arlington, VA. Decent, polite, trustworthy, professional, and treats all parties to the transaction with respect- a rare quality in the real estate world. I and my D.C. native family have used him in a few sales and he is the hardest-working and communicative Realtor I have ever known. That is why he pro-

duces results and lowers stress for all involved. This man earns every nickel. Do not hesitate to trust this man.” One factor that sets David apart, he believes, is the hand-holding he is willing to do for his clients who may be overwhelmed by the home buying or selling process. “I think clients know when you’re genuinely interested in helping them achieve their goals, and are going beyond just the business relationship to do that. My goal is to try and make it as stress-free as possible. Real estate transactions have been rated on the stress meter as quite high, and we try to alleviate that. We may run around behind the scenes with our hair on fire, but we try to make it relaxed and comfortable for our clients so that they have a pleasant experience.” David is passionate about giving back to his community, and to that end he supports local cultural institutions that include the John F. Kennedy Center for the Performing Arts, the Smithsonian, just about every theatre, gallery, and historical society in town, and the National Gallery of Art, as well as non-profit charities like Habitat for Humanity and the American Red Cross. When he is able to find some free time, David enjoys gardening and attending many of the events held by the aforementioned institutions. Travel is also something David enjoys, though his seven-day-a-week commitment to his job limits that a bit. As for the future, David plans to follow in his grandfather’s footsteps. “I’d like to do a little bit of building or development.” Aside from that, David is content to stay in the business he loves. “I don’t really see a time when I wouldn’t want to be a real estate agent,” says David. “It’s very flexible, and I’ve got some friends who have been in the industry almost fifty years. It gives me hope that it will keep me active and engaged for many, many years.” David enthusiastically serves customers on both sides of the Potomac as he is licensed in the District of Columbia as well as the Commonwealth of Virginia.

For more information about David Lloyd, please call 703-593-3204 or email dlrealtygroup@gmail.com Top Agent Magazine

GEORGE M. MEGALOUDIS, ESQ. Shortly after co-founding the firm Roach, Ioannidis & Megaloudis, LLC, George M. Megaloudis, Esq., was working with a client whose real estate agent thought her attorney would be better for him than someone the agent had “never heard of.” But over the next eight or so years, George would close more than 50 transactions for that initially skeptical REALTOR®. That agent and George enjoy a strong referral relationship because of their mutual trust – a characteristic that defines George’s 90-95% referral-based business as a Boston area real estate attorney. George brings to real estate law a strong understanding of the real estate industry, having earned his real estate license at the age of 18, before beginning college. Later, while earning his undergraduate degree, he took a career services test. The results? “It said, ‘When you grow up, you’re going to be a lawyer.’” After chuckling to himself for a bit both about growing up and becoming a lawyer, George looked into the possibility. He ultimately completed his JD and spent the first few years of his law career working for prominent Boston firms before co-founding Roach, Ioannidis & Megaloudis, LLC. “We communicate,” says George, when asked what sets him and his firm apart from other firms. He is often surprised to hear that others in his line of work do not respond promptly to calls from brokers. His loyal client base, including his REALTOR® referrals, refer to him as “honest and straightforward” who “genuinely cares” for everyone he represents. He is known for his fair price structure with no unnecessary fees. George and the team at Roach, Ioannidis & Megaloudis, LLC, provide a vast array of services. Among them is their ability to guide clients smoothly through zoning, planning and permitting minutiae in addition to title and acquisition. They assist with residential, commercial and even complex development projects that involve multiple municipalities. Their reputation opens doors, not only for them, but for the clients they represent, expediting processes for everyone. George makes a point of asking numerous question to ensure he handles each situation in a way that will yield the best results. In addition, his clients describe him as friendly, approachable and generous with sharing all his knowledge. Also generous with a laugh, George likes to keep things in perspective. “People tend to remember me for telling lame jokes at the closing table!” he says. 44

The closing table, after all, is a place for celebration; it’s what George most enjoys about his work in the ever-changing field of real estate law. “At the end of the day, someone achieves a benefit, whether they were able to sell a home they’ve outgrown or they were able to get into a new home or to refinance so they can pursue a passion or save money,” says George. “I am grateful to have been a part of something positive that happened in someone’s life.” Looking to the future, George plans to continue to grow the firm by bringing some younger attorneys into the mix. “I’d like to teach them that real estate law isn’t cut-and-paste work,” he says. “There is truth and skill to conveyancing, clearing title and understanding how title works.” His client base, he explains, is diverse and changing; each person’s needs are unique. George adds that there is great good in making a difference in the lives of real estate buyers and sellers as well as the real estate referral partners in his tight network. When he is not busy helping clients and his referral partners, George enjoys time with his wife and the couple’s two young daughters. They are active volunteers at their girls’ school and they believe in the importance of giving back to the community by donating a portion of their earnings every year to local charities. And although clients usually find it remarkably easy to reach George, if for some reason he’s away for a while, it’s because he’s “gone fishing” – literally. “There’s nothing more fun than just going fishing!” he says.

To learn more about George M. Megaloudis, Esq,. visit rimlawyers.com, email megaloudis@rimlawyers.com, or call 617.723.2800 www.

Is Branding the Way to Take Your Business to the Next Level? Despite the importance of finding a Realtor® that is the best person to serve their needs, a lot of people only end up interviewing one Realtor® when they’re thinking about buying or selling a home. A lot of times people make that decision based on a referral, but why not do everything you can to be the name they think of when they make the decision to hire a real estate professional outside of referrals? Especially if you’re starting out and haven’t built up any repeat and referral business yet. Top Agent Magazine

When you want to make your name synonymous with real estate transaction success, you might want to consider branding yourself. Personal branding, long a staple of Corporate America, is also an invaluable tool for those in the real estate industry as well. Understanding branding and being consistent about it, is one way to insure you’ll have a successful and long-lasting business. It’s up to you to make consumers think that their success in real estate is dependent on finding the perfect agent—YOU. 45

SO WHAT EXACTLY IS BRANDING? Branding is a long term marketing strategy that builds your carefully crafted image over time through consistent repetition. A common misperception about branding is that it’s is the same thing as marketing. While the two go hand and hand in many ways, branding is specifically about creating and reinforcing the perception of not only who you are as a person, but what your business values are, and getting that out to the world in a consistent way Everything from your logo, to your website

to your social media presence, should all line up and reinforce your brand. It’s that repetitiveness that will hammer home the perception you are trying to create. Your brand informs your marketing, while your marketing strengthens your brand. Of course then you have to do is make sure your service lives up to what you’re selling. Getting them in the door is one thing, but you’re in it for lifetime customers and referrals. Every brand is strengthened when it is built on a foundation of integrity and trust.

CREATING A BRAND Although it might take time and money upfront to get it right, branding is almost guaranteed to pay off in the long run. But branding is more than just having a graphic designer come in and make a logo. Consider branding more of a promise to your clients and potential clients, succinctly stating the value and expertise working with you will afford them. There are clear, tried and true methods to creating your branding. Because you have to go all in on the way you want to brand yourself, it’s important to evaluate fully before you make the leap. This all starts with an honest assessment of your business and where you want it to go, including how much time and money you’re willing to invest to get there. After that you may want to add focusing on a niche market to your branding. Regardless of whether or 46

not you have a niche, another important part of branding is coming up with a memorable tagline that sells your brand or niche. All of your graphics, picture and information, should be consistent across all social media platforms, marketing materials, advertising and websites. If you are interested in branding yourself, there are numerous books on the subject that will give you an in-depth tutorial on the process and the steps you need to take. But what it basically all comes down to is commitment. Find a brand that is true to you, one that you can commit to performing and then back it up by not only meeting, but exceeding what you promised. If done right, soon you’ll become an in-demand agent whose name is synonymous with success! Top Agent Magazine

DANIEL MERRELL Raised in a home where the prevailing attitude was, “If you can do it, I can do it, and if I don’t know how, I can figure it out,” Daniel Merrell embraced a work ethic that fueled his almost immediate success in real estate. “My father was an excavator, a builder and a developer; I grew up on a farm,” says Daniel, a REALTOR® in the Provo, Utah, area. “When we each turned four, we got to drive the small tractors and, at eight, we could drive the heavy machinery,” he says; each sibling eagerly anticipated these rites of passage. Shortly after beginning his career and becoming a partner in an excavating company, Daniel discovered an opportunity. “I had flipped and developed properties. And, in 2010, there was still hope in Utah real estate,” he explains. “We sold all our equipment and in 2012 I branched out on my own selling real estate.” Now Daniel represents buyers and sellers in Utah, Salt Lake and Wasatch counties. With an administrative professional and support team to help him serve clients, he also enjoys working with an additional team of trusted partners in mortgages, inspectors, handyman work, staging and photography. “I’m starting to build a team of agents,” he says, noting that he’ll seek people with his same work ethic and integrity. “I don’t sugar-coat anything,” he says. “And I can’t help but to care for the people I serve.” Clients who list with him benefit from this transparency and care. We give them low-cost, high-impact staging suggestions up front, before professional photography, drone videography and all the technology available.” Daniel is a premier agent on various real estate sites who also does direct mail and holds grand-opening events that bring in up to 100 people on a regular basis. “Multiple offers are always the best way to get top dollar for listings.” “Nothing scares me!” he says. “I started out calling forsale-by-owners and expired listings and was able to sell

them.” He soon began earning many complex transactions, gaining momentum as he sold homes for more than owners expected. “I enjoy problem-solving and taking care of people. The most rewarding part is when I can see that we did the best possible job for someone.” He knows he has done his job well when his clients learn how to make decisions that allow them to build long-term wealth through real estate. “I want to help them secure their financial future.” Daniel finds that the best interactions with people are those that come genuinely. “When I was four years old, I had a major brain injury that knocked my lights out (literally and figuratively),” he explains. Given the nature of his injury, he had to persevere to develop communication skills as a child. But with tenacity and will, Daniel built character along with communication skills. “I had to work harder and fight harder for what was mine. In partnership with how I was raised, that’s been a great combination for real estate.” One genuine way he connects with clients and community is at events like his summer movies-in-the-park, with costumed characters, actors, free meals and interaction with kids. “I grew up in a house where actions talk. We show each other, not just tell each other, that we care.” He passes this along by engaging with others in valuable ways and by giving back wherever possible, including through his church, through Keller Williams Red Days and through fundraisers he organizes for Primary Children’s Hospital, which has helped his family immeasurably over the years. Calling himself “still a farm boy at heart” in his personal life, Daniel enjoys Utah as the outdoor adventurer’s paradise. “Doing real estate is a lot harder than I thought it would be!” he admits. Fortunately, he has his beautiful wife and baby son to help him keep things in perspective, balancing hard work with quality family time together and relaxing vacations. He also likes to cook, adding that he now takes a back seat to his wife. “She’s the master!” he says, with a characteristically humble laugh.

To learn more about Daniel Merrell, visit REA.Team, email daniel@rea.team or call 801.885.7924 www.

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SEAN O’CONNOR Top Agent Sean O’Connor was literally born into the world of real estate. A fifth-generation agent, he grew up immersed in the world of home sales and brings to the table a vast reservoir of knowledge that is almost unparalleled in the world of Indianapolis real estate. A member of the highly respected O’Connor Team at Berkshire Hathaway Home Services, his co-workers include his father Tim and three others, all working in concert to provide their many satisfied clients with the very best customer service available in the industry. Boasting over 40 years of combined experience handling transactions, working with the team allows clients to draw upon that wealth of acquired knowledge. As noted on their website, “we will serve you to the best of our abilities. Let our skills and our technology help you navigate the often-confusing world of real estate.” With nearly 90% of his business predicated on repeat and referral business, Sean has clearly established himself as a force to be reckoned with. It’s the extra care he demonstrates that positions him head and shoulders above his competition. “I think my clients keep coming back,” says Sean, “because I go above and beyond for each of them. I treat them like a friend or a family member.” For Sean, this concern is not based on financial calculations. “I don’t just treat them like a number or a potential commission check,” he says. Sean invariably provides every one of his buyers or sellers with the same five-star service. “For me,” says Sean, “it’s all about customer service, which I believe is a dying art. It’s

all about the personal touch. After each one of my meetings I have with someone, I always follow up with a personal note. After the transaction is completed, I follow up and see how things are going for them. I think just being personable, remembering things about their family, and just simply asking how things are going is very valuable.” Maintaining contact with his past clients is of paramount importance to Sean, who harbors a deep appreciation for the loyalty and trust they have placed in him. “I keep a database with all of my contact’s information,” says Sean, “and also have birthday and different events written in so I know when to follow up with them. After I sell them a home, I’ll follow up at the one-year anniversary with an updated market evaluation just to let them know what their home is worth and how their investment is doing.” This contact also includes a much more personal touch than many other agents are willing to commit to. “Sometimes I’ll take them out to lunch,” says Sean, “and it’s not always about real estate, it’s just about seeing how they’re doing.” What Sean enjoys most about his job is the opportunities for interaction with a variety of people. “Being able to work with different people is very intriguing to me,” he says. When he’s not working, Sean is a devoted family man who enjoys coaching high school football, and is active in his local community. As for the future, Sean plans on continuing to grow the O’Connor Team by bringing on another five agents over the next two years. “We want to have about ten people on the team, and just grow the business from there. I’d also like to own my own real estate practice someday. That’s kind of the plan for now.”

For more information about Sean O’Connor, please call 317-490-9051 or email Sean@Timoconnorteam.com 48

Marketing Lessons from Steve Jobs by Rob Flitton

“I am not a scientist. I’m an inventor. I measure everything I do by the size of the silver dollar. If it don’t come up to that standard, then I know it’s no good.”—Thomas Edison

Steve Jobs was the highest master in this.

FOCUS “Steve Jobs was the most remarkably focused person I’ve ever met in Steve Jobs was an inventor…and a my life.”—Jony Ive marketer. By the measurement that Thomas Edison provided, Jobs was Focus is the ability to decide what is accordingly the greatest inventor of important to you, versus urgent to all time, having created more than others…the ability to say “no” with $300 billion in net worth over the ruthless integrity to a wide variety of other very attractive distractions. course of about a decade. See video about Jobs by Jony Ive. He accomplished this through marketing. In fact, IMPUTE MARKETING If you cannot choose what to say is called IMPUTE MARKETING “no” to, then you will inevitably say because of Steve Jobs—you will see “yes” to things that will derail you. why below. IMPUTE This article discusses XX ways in To impute the value of a product/ which Jobs became possibly the service is to convey “signals” to the greatest marketer of all time. Mar- user to allow them to form their own keting is “the ongoing activity of opinion about that product/service. interfacing your business with the People do not like “salesiness” and marketplace—of communicating the prefer to come to the table on their value of a product or service to own terms. customers for the purpose of selling that product or service,” and Jobs knew that every single detail of Top Agent Magazine

an Apple product would have to be absolute perfection in order for people to never consider it as “slipshod.” He demanded that everything Apple did be creative and professional. He wanted people to infer the tremendous value through user-experience and imagery, not be sold through words and gimmicks.

have few or no available options for a solution? 3.Are they currently and actively seeking, and willing to accept, a solution?

When a marketer understands these aspects of their intended user, the process of selling is easy, low-friction, and highly profitable. Sadly, most FEELINGS Steve Jobs was known to understand people start with the product first that a well-marketed product/service without regard to the needs and must be highly empathetic to to the feelings of the user and then try to user’s feelings and needs. “force” it onto them with wordcampaigns. Steve Jobs never had to The job as a marketer is to find out: talk anyone into buying an iPhone.

1.What known or unknown or irrational pain, angst, worry, concern, fear, anger or sadness is the potential client experiencing? 2.Do they perceive or feel that they 50

Rob Flitton is a Seattle Real Estate Marketing specialist helping independent agents to increase their income. Email Rob robflitton@gmail.com at any time or call/ text him at 206-612-2314. Top Agent Magazine

MATT O’NEILL Matt O’Neill came from a family of engineers and always assumed he would become an engineer as well. But while he was getting his college degree, he took an internship at General Motors and quickly realized engineering didn’t fit his personality. “I’m a real people person, and I could tell that aspect of my personality wouldn’t be fulfilled in that career. Then I took a sales course at college. I had never considered sales as a profession, but I ended up loving it and got my degree in sales. It’s been a perfect fit for me.” Matt got his start selling copy machines, which is so competitive it was almost like getting a masters degree in sales. Although he was incredibly successful, he still wasn’t 100% fulfilled. “I thought about what I could sell that would allow me to really help people. I wanted to take my skills and make a difference in people’s lives. That’s when I realized real estate would be the ideal path for me. I moved to Charleston, South Carolina and I got my license in 2006. It was the best decision I ever made.” Matt started his career at RE/MAX and formed his own corporation, Matt O’Neill Real Estate, in 2009. Matt O’Neill Real Estate now employs 34 of the most professional and hard working people in the industry. Matt and his team serve all of Charleston and specialize in the luxury market, including beachfront and historic homes. “Once I decided to focus on the luxury market I became a Certified Luxury Home Marketing Specialist. We already had a level of marketing and customer service that was above and beyond, so it was an easy transition to make.”

One of the keys to Matt’s success has been his ability to build and maintain relationships.“Part of the way we do that is with our “Core Values,” the first being Integrity. We do the right thing for client regardless of our financial gain. The second core values is to “Hug your Customer,” which means that we go above and beyond to surprise, delight and wow them throughout the entire transaction. We treat people like people, not numbers or dollars. We really care about them and want to celebrate with them throughout the year.” Matt and his team take a comprehensive approach to marketing that has lead to impressive results. “We spend a lot of money on photography, including drone photos and twilight photography. Our pictures just look better than everyone else’s and they get a lot of attention, which is key. Every home is staged, we have luxury brochures, professionally written descriptions, professionally designed fliers, all of our marketing efforts are truly unsurpassed in their quality and effectiveness.” Matt and his whole team are actively involved in their community and build a home with Habitat for Humanity every year. They also support Pet Helpers, a local animal charity and the Lowcountry Food Bank, and numerous local events. When he isn’t working, Matt is spending time with his wife and kids. Matt would like to continue to see his business grow, and is passionate about building his team and mentoring them to find the success that he has experienced. “I really enjoy teaching people this business and watching them flourish and become successful. This is a very rewarding career. It can be chaotic, but finding peace amongst that chaos has led to a lot of emotional growth. I truly want others to find the same happiness and joy that I have.”

To learn more about Matt O’Neill call (843) 619 - 0401, email Matt@MattONeillTeam.com or visit mattoneillrealestate.com www.

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CONSTANTIN POPA Constantin Popa has that certain kind of intuition clients love. He listens. He learns. And then he makes it happen, with strong negotiation skills, diligence and integrity. “My client is my principal,” he says. “I treat his or her goals as if they were my own and develop the best approach to meet their needs. I work tirelessly to give them a smooth, rewarding experience, whether it’s getting the best value for their budget or acquiring the highest return on their sale.” Constantin didn’t know real estate would suit him so well. He earned a bachelor’s degree in engineering in his home country, but when he and his wife came to Canada, he wasn’t able to work in his field. In 2000, they both decided to give real estate a try. It’s been 17 years now, and he’d never give it up. The two focus on Victoria Island, basically between Victoria and Nanaimo. Constantin has bought and sold numerous properties himself, owned an oceanfront tourist retreat, developed a residential waterfront subdivision and closely supervised home renovations. His experience serves clients well, including the robust network of contacts and vendors he’s developed. It’s no wonder repeats and referrals account for fully half of his business. “No matter how difficult the challenge is, I never say no,” Constantin says. “I use my knowledge and perseverance to overcome the obstacles. The important thing is that I serve my clients’ best interests at all times.” When it comes to marketing his listings, Sotheby’s International Realty Canada, his brokerage, makes it easy. “The company is different from many others in that it has strong

international exposure,” he says. “Many organizations are eager to work with Sotheby’s. For example, all our listings are featured online in the real estate sections of the New York Times, Wall Street Journal, Washington Post and many others. I also use several websites, including my own.” He also places full-page color ads in the local newspaper and the real estate magazine Homes & Land, and occasionally advertises in Chinese newspapers. After the transaction closes, Constantin stays in touch “softly,” with greeting cards at holidays and on special occasions, phone calls once in a while to say hi, and stop-ins if he happens to be in the neighborhood. He doesn’t like to be intrusive. If Constantin had to identify his favorite aspect of real estate, it would be the thrill of having two parties who are both happy to work with him. He often represents both the buyer and seller. “And that can’t be done if we don’t have two happy parties,” he says. Of course, that would never happen if he didn’t do a great job for both. Word of mouth travels. Constantin and his wife have lived in the Cowichan Valley since 1996 and have always supported the community, donating to the Shriners, the Canadian Cancer Society, local food banks and many other nonprofits in the area. Constantin always responds when he’s needed to support a baseball tournament or soccer team, too. It’s just part of his fiber to give. When he has free time, he enjoys fishing and listening to music, both of which soothe the soul. He’s a long-time collector of old vinyl records. Life has been good. As Constantin looks to the future, he hopes to stay healthy and continue doing what he’s doing—moving forward is the only way he knows! For his clients, that’s the ideal scenario, because they plan to use him again and again.

For more information about Constantin Popa of Sotheby’s International Realty Canada, Victoria, British Columbia, visit sothebysrealty.ca, call 250.709.1077 or email cpopa@sothebysrealty.ca www.

Coaching 9-1-1 By Walter Sanford

Having a coach can provide the right answers when you need it. Below is an exchange with one of our coaching clients and it provided a little “911” for his current situation: Coaching Client: I went on what I thought was a great listing presentation yesterday. However, the couple would not sign at our meeting. They said they needed to talk. I then felt like something was up. Walter: On the phone while making the appointment, one of the questions needs to be – “If everything meets with your approval, are you wanting to start the marketing plan tomorrow night when I meet with you?” Coaching Client: The guy just left me a voicemail saying they loved everything I had to offer; however, they were listing with some schmo that doesn’t do any FRICKIN’ business. Walter: Always make it your goal to get the signature! Fake that you are Top Agent Magazine

leaving then do the “Columbo” and say, “So, I can email all answers at the office – what are you thinking about so I can do more research for you?” Coaching Client: They said they had a personal connection that really suggested that they use this guy. I know them as well and I can hear the conversation: the (name) Team are doing just fine and (name) really needs the business. How in the heck do I fight that? Walter: Let’s not try to fight until you are sure that’s what happened. Call them back. “(Wife’s name) and I are always trying to improve our services. Could you help me by letting me know what I could have done differently to earn your business? Was there anything I could have improved on for you?” Coaching Client: This other guy doesn’t even know how to spell marketing much less apply it! I am as mad as I have been since getting into real estate. Thanks for any suggestions. Walter: If that was the REAL reason, you needed to find it out while you were there then counter it by letting them know that more than anything else…an agent makes the difference on the amount a seller nets at the closing. Experience makes a difference in – • A large buyer database • More trust from buyers • More money to spend on marketing • The ability to convert leads into showings by uncovering needs of buyers and demonstrating how your property fulfills them having experience in negotiating • Understanding in how to write contracts to prevent post-closing seller litigation • Having a team who monitors every aspect of the closing successfully • Overcoming objections and challenges in the most cost-effective manner Walter Sanford has been designing and implementing real estate systems for 30 years. One of the most successful REALTORS® and now wealthy from his systems, Sanford teaches his systems and strategies through his products, seminars, and personal coaching producing the best results in the industry. Do what works, do what is proven. Hire Walter Sanford. Call our office at 800.792.5837, email walter@waltersanford.com, or chat with us Copyright©, 2015 Walter Sanford. All rights reserved. online at www.waltersanford.com. 54

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JOHN RADZIK Top Agent John Radzik from Keller Williams Justin Kiliszek Real Estate Experts has achieved his stellar success through a combination of enthusiasm, client dedication and a commitment to providing each of his many clients with the very best customer service New Jersey has to offer. A former elementary school teacher who made the transition to selling real estate in 2010, he entered the industry upon the urging of a friend who was an agent. “He turned me on to the idea of it,” says John. “He was very successful with it financially, but more importantly he really loved what he did because he was helping people. I thought it sounded really great, and I fell in love with it. I fell in love with the people; with the appreciation they show. You’re helping them with what might be the largest transaction of their lives, it’s not like you’re helping them buy a new pair of jeans. I have a mathematical background, so I love the numbers game and being numbers-driven. Once I got my first taste of real estate there was no looking back. I fell in love at first sale.” Working with his equally committed partner Justin Kiliszek in Northern New Jersey, the team has recently opened an expansion office in the Central part of the state with imminent plans to expand into the South of the Garden State. Regardless of geography, John and his team have dedicated themselves to helping each and every client through the often-confusing transaction process as smoothly as possible. “We have a very streamlined infrastructure,” says John. “We have an amazing staff, and we also have quite a bit of knowledge between myself, my partner and our team; we each focus on different things. We always say that there are a lot of agents who could put out signs and pray somebody does the work for them. We add a third piece: we put out the signs and pray, but we’re also proactive. That’s the biggest thing that sets us apart. We also have a lot of technological savvy that a lot of realtors don’t have or aren’t aware of. This allows us to lever-

age our time, our efforts and our knowledge to give our clients the very best overall experience.” With a staggering amount of repeat and referral business, John and his team’s acute business acumen is clearly paying off. “We do about 250 – 300 transactions a year,” he says. “About 75% of our business is from repeat business or from referrals from our client base. Our goal at the end of 2018 is to close 500 deals.” Cutting edge marketing techniques, coupled with his obvious passion for the industry has translated into client loyalty and appreciation. With an impressive five-star rating on Zillow and other web real estate portals, multiple Circle of Excellence Awards, and being selected as a featured Realtor on an episode of TLC’s House Hunters, John is clearly doing something right. Aside from his financial success, when it comes right down to it what John likes most about what he does is the ability to assist his clients with buying or selling their home. “I think the thing I love the most,” he says, “is helping people. I love the reactions we get from them. There’s nothing like it in my opinion.” The fact that his relationships with his clients transcend the transaction is no accident. “There’s no better feeling than when I work with a first-time home buyer and they need help with the process, and you build a bond and stay in touch and they actually become like family.” Looking to the future, John and his team have plans to continue expanding their ever-growing business. “We’re going to expand into Southern New Jersey, and as we have our expansion model and systems in place, our overall goal is to open expansion offices across the country. Our goal is to hit three or four office expansions by 2019, and in 2020 hit the ground running and expand into other states.” “I love this business and the bond I get to develop with my clients,” says John. “To me, that’s the most amazing thing in the world.”

For more information about John Radzik, please call 732-570-7925 or email John@AgentJustin.com Top Agent Magazine

5 Fresh New Approaches to Content Marketing A couple of weeks ago we were conducting a workshop when we were asked two excellent questions about content marketing:

• People

don’t want to hear from a roofing company every day. So how do you produce fresh and interesting content for social media that goes beyond your core services and yet ties back to your business?

• Can

you extend your social media presence and content to include personal things (like your hobbies) and how does that affect your overall business image?

The workshop attendee who asked the first question was right. Almost no one wants to hear from any company every day… especially if all the content is about products and services…and yes, even if they’re giving helpful tips and information. Does that mean you should stop producing excellent daily content related to your business? No, of course not! Content is created for two reasons. First, to provide knowledge, expertise and even entertainment to your ideal customers in order to achieve top of mind awareness as an authority in your industry. And second, to produce SEO-rich results that keep you at the top of search engines. You must strike a

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balance between the two, and try to include content that draws people in by being super interesting and entertaining….and yes, sometimes personal. To help answer those content questions above, here are five different types of content (beyond the traditional stuff) that can give your brand a fresh, unique and balanced approach:

1. PHILANTHROPIC Your community efforts say a lot about who you are, and people will make an extra effort to do business with you as a result of this connection. We’ve consulted business owners who are very hesitant to promote these efforts because they don’t want it to seem as though they are exploiting the charities and organizations—and most especially because they don’t do it for the promotional aspects. They do it to give back. I ask you to keep this in mind. Nonprofit and charitable organizations very often have small marketing budgets. Not only do they rely on outside marketing forces to promote their initiatives, they would likely be forced to close their doors without that support. That means that when someone with a strong brand and presence promotes them, it’s a highly trusted and personal connection, and you can’t buy that kind of support. In other words, they not only need you to promote them, they want you to promote them. But your instincts are correct. It’s not about you. So just make sure your entire content focuses on the organization you’re helping, what they do for the community and how Top Agent Magazine

others can join in the cause. Then it becomes a huge win for all.

2. HOBBIES You bungee jumped from four of the tallest bridges in the U.S. In your spare time, you go fly fishing. You love playing chef and use only locally grown, organic foods. Your friends are always begging you to go to Vegas with your card shark talents. You’ve done mission work in Africa and would like to start your own group. You almost played professional baseball. You have an insane talent for gardening design or bass guitar. Your family works at a soup kitchen once a month. Ok…you get the picture. And two more words. Reality TV. People are interesting…and people are interested in interesting people. We remember others based on these unique traits. And most of all, people love the story behind the face. Don’t be afraid to share your hobbies. Quite often, it’s the first thing that will personally connect you to a prospect.

3. CREATIVE CONNECTION This one is perhaps our favorite. While we can’t imagine seeing something come across our news feed from a landscaping company every day, imagine this for a moment. What are we always told to remember in this hectic world? Stop and smell the roses, right? So what if…a landscaping company posted a beautiful flower each day, just to remind you to ‘stop and smell the roses’. And at the bottom of that photo (small print), you included

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the type of flower and type of environment needed to make it flourish (moist soil, full sun, etc.). And then, of course, watermarked it with your logo….and a title like, “Sam’s Daily Reminder: It’s Time to Stop & Smell the Roses”. You could even include some great, thought-provoking quotes. It has the personal connection (Sam), the business connection (flowers & logo watermark) and a cool creative connector (pause the meetings and paperwork to take a moment and appreciate life by noticing this beautiful flower). This is a great idea for staying ‘top of mind’ and connecting business with the kind of creative messaging people wouldn’t mind seeing every day.

4. EXPERIENCES This one is similar to hobbies from the personal aspect, but instead of something that identifies us like our hobbies, our experiences are random happenings that can have great interest and meaning to our audience. Whether you have a unique experience buying a new car or a fateful conversation with a stranger in the airport, if you feel it ties into a life lesson or business lesson you’d like to share, by all means do. The lesson is to keep your radar up 24/7. Any experiences you have which relate to your

ideal customer are an opportunity to connect beyond the business world. And when we do that, we become a part of the family.

5. INFLUENCERS “Show me your friends and I’ll show you your future”. You’ve probably heard that saying, and the same is true whether you are a teenager or a business owner. Maybe you’ve learned a lot of your business knowledge from Bill Gates, Steve Jobs or Warren Buffet…or you like to quote Benjamin Franklin. Perhaps you have some mentors you’d like to recognize and tell why they’re important to you. Sharing the people and things that influence us is what makes us human. No matter how successful your business, you didn’t get there alone. People and circumstances shaped you along the way. Recognizing others for their contribution in our lives, large or small, is important in staying connected and grounded. We hope these five types of content help you to put a fresh spin on what you share with your audience, whether personal or professional. We believe you must have the combination of both to build an incredible brand.

Tonya Eberhart is the Branding Agent to Business Stars and founder of BrandFace®, LLC. Michael Carr is America’s Top Selling Real Estate Auctioneer & BrandFace® partner. Together, they focus on personal branding and marketing designed to help real estate professionals become the face of their business & a star in their market. BrandFace® for Real Estate Professionals is a book, professional speaking series and an exclusive workshop for agents, and is currently active in 18 U.S. states, Canada and New Zealand. For more information, visit www.BrandFaceRealEstate.com. 58

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JASON RAKERS Top Agent Jason Rakers of RE/MAX’s The Jason Rakers Group has squarely positioned himself among the very best agents in the highly competitive Pennsylvania real estate market. His impressive level of expertise, combined with a big-hearted, supportive approach to client service has translated into a devoted customer base who have come to depend on him for honesty, efficiency and a dedication to helping them through even the most convoluted transaction process. Jason entered the real estate industry following a highly-successful ten-year career in professional baseball. Drafted by the Cleveland Indians, he made his major league debut on ESPN on May 15, 1998. Soon traded to the Kansas City Royals, he earned his first major league win against the Oakland Athletics. Eventually suffering a shoulder injury, he continued on with brief stints with the Pirates, Orioles and a second with the Indians before ultimately retiring from the sport in 2003. “Just one day after my baseball career was over in 2003,” says Jason, “I decided that real estate would be something both interesting and competitive, and I just went with it. I took classes, got my license, and the rest is history.” Much of his success can be attributed to the compassionate guidance he provides every one of his many clients. “I have a big heart and I understand the magnitude of the situation my buyers and sellers are in,” he says. “It’s a major transition, most of the time. Moving is very stressful. I’m happy to be there to make it easier for them. I also understand that there’s a hefty commission involved, so I have to deliver to them exactly what I say I’m going to. It’s important that I do my job in a way that

is really sensitive to the whole situation. It’s important to listen, and to really be that person who navigates all the things that come along with the transaction from start to finish.” This commitment to his clients has resulted in a stellar fivestar rating on real estate web portal Zillow.com. Among the multitude of glowing testimonials is this solid review: “I found Jason Rakers to be more than professional. He was very positive, especially when I was worried about my house selling. Yet I fully appreciated him being forthright when I needed a dose of reality. Jason was extremely easy to reach and always returned my calls promptly. He was very knowledgeable and easy to talk to about any aspect of the entire experience.” Clear and constant communication have played a prominent role in Jason’s success. “Communication is absolutely key,” says Jason. “I make sure the lines are always open. I get a lot of feedback that say I’m available 24/7, that I answer phone calls and return emails and text messages.” When asked what he likes most about what he does for a living, Jason says “I really enjoy the people that I get to work with. I love waking up every morning knowing that people trust you to handle such a big transaction that impacts their lives so deeply. I think that’s just an incredible opportunity.” Jason’s plans for the future include growing his business while sacrificing none of the exceptional client service that has become his calling card. “I want the best for my clients,” he says. “I’m not going to let anyone push them around and that brings out the competitiveness in me and makes me want to do the best job for them. I get really involved with my clients. I know it’s a business transaction but I don’t want them to have any sleepless nights, so I’ll take that on for them and help navigate them to a successful end game, whether that’s a purchase or a sale.”

For more information about Jason Rakers, call 412-901-8093 or email Jasonrakers@gmail.com Top Agent Magazine

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